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Benefits and Advantages: Why R³
Sales Excellence™?
- more qualified opportunities
- shorter sales cycles
- increased revenue, win-rate, and volume
- greater insight and influence throughout decision process
- stronger customer relationships based on value, not price
Target Audience: R³ Sales
Excellence is for sales professionals and those in a business
development role, such as consulting, law, accounting, or architecture.
Performance Objectives: R³
Sales Excellence enables professionals to:
- call higher levels of management
- clearly differentiate based on value
- use The Consultative Approach®
to identify goals, problems, and needs
- use The Window of R³ Opportunity™
to qualify
- guide decisions and present solutions
- identify and manage three forms of resistance
- create momentum and close the sale
Program Delivery:
- length: two days
- participants: 12 to 18 per session
- delivery: instructor-led, video modeling, discussion,
skill application, feedback
- reinforcement: 12-week follow through program
- advanced: Part II: Mastery session
(one day)
Consulting Services:
- VitalSigns®: initial
assessment of critical sales skills
- PulseCheckSM: post-program
measurement application and results
- Bottom-Line Tracking: tracking of the financial
impact, ROI, etc.
Clients: Who has implemented R³
Sales Excellence?
AT&T, BOSE, D.A. Stuart, Georgia-Pacific, Hewlett-Packard,
IBM, Microsoft, NASDAQ, Oracle, Siemens
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